Do you remember that Michael Jackson song, “Man in the Mirror?” Well if you don’t, in the chorus he says, “I’m starting with the man in the mirror and asking him to change his ways”. That is the basis of this article. When is the last time you took a look at your current situation, evaluated where you are and where you want to go? Are you doing everything you should be, could be, want to be and getting everything out of life that you deserve to be?Well if that was a big NO, first ask yourself, is your career in the automotive industry your passion, your all-consuming obsession or just a simple means to an end for the mean time? If not, I’m sorry to be the bearer of bad news but you will NOT be successful! You have to have a mentality that supports your wants, wishes and expectations out of life and your career. Your career should be an extension of who you are and not just what you do between 9-5 to pay bills.

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Question: What is your Residual Flow Factor? No idea what I’m talking about? Don’t feel bad. There are thousands of dealerships in this industry that have no idea what I’m talking about when I ask that question. Even worse, they’re not tracking this very important variable of their Internet Sales department.

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